Sales Management: Managing Results

COURSE OUTLINE

Full details of modules and topics covered in this one-day course

DURATION

This is a one-day training course structured into 8 modules

COURSE AIMS

Sales are a crucial function for any organisation and the lifeblood of any sales department are the sales staff themselves. Effectively motivating, coaching and leading a successful sales team is an exhilarating role with many rewards. It also has a plethora of pitfalls and unique challenges found in no other role. Even the most experienced managers can falter at the unique hazards of running a sales team.

This one-day training course has been designed to give delegates the appropriate tools to efficiently manage a prosperous team of sales professionals.

TARGET AUDIENCE

Anyone involved with the management and/or supervision of sales staff, or those who are intending to move into the role.

 
LEARNING OBJECTIVES

By the end of this workshop, delegates will be able to:

•Understand the causes of teams failing and how to plan for your team being successful.
•Develop accurate sales forecasts.
•Write a clear business strategy for your team and understand who you need to do business with.
•Efficiently manage sales territories and conduct regular reviews of those territories.
•Plan for the future by identifying individuals worthy of progression and giving them the skills required.
•Manage the performance of your sales team and communicate standards clearly.
•Manage the performance of underperformers and handle difficult situations.